The Tenacious 30

MAGAZINE.REALTOR

Your New Source for Daily News

Your time is valuable. That’s why we’ve launched Navigate With NAR—a quick read to keep you up to speed! It’s your new daily news platform where you can see what’s shaping your business with curated content, original research and reporting, and timely tips and trends. Sign up through your NAR My Account by clicking on “Subscriptions & Notifications” and selecting Navigate With NAR - Daily or Monthly.

A Snapshot of 7 Real Estate Markets

The housing inventory shortage has touched nearly every area of the country. Now with interest rates rising, real estate professionals are contemplating how these trends will influence buyers and sellers down the road. Read Story

web: magazine.realtor | digital: realtormagdigital.com | app: at google play/apple app store

REALTOR ® MAGAZINE helps REALTORS® achieve business success by advancing real estate industry best practices and bringing expert insights on business purchases and strategies.

Editorial Offices

430 N. Michigan Ave., Chicago, IL 60611–4087

500 New Jersey Ave. N.W., Washington, DC 20001–2020

ContactNAR@nar.realtor; 800-874-6500

Order reprints 717-399-1900, ext. 2230 (The YGS Group)

Manage your subscriptions At nar.realtor, go to My Account, then Manage Account.

• Subscribe to e-newsletters: Click on Subscriptions & Notifications

• Opt for print or digital magazine: Click on Subscriptions & Notifications

• Change your address: Click on My Profile

Vice President, Content & Creative Susan Welter

Director of Content Strategy Jennifer Hajigeorgiou

Editor in Chief Stacey Moncrieff | Executive Editor, Digital Graham Wood

Product Manager Erica Christoffer | Copy Editors Bob Soron, Danny Cozzi

Production Manager Wilma Veal | Contributors Melissa Dittmann Tracey, Christina Hoffmann, Nicole Slaughter Graham | Digital Content

Strategist Marty Gabel | Social Media Strategist Meghan Brozanic

Design and Production LTD Creative

National Sales Director Paula Fauth

Advertising Manager Alvin Pulley

Ad Sales Representatives Natalie Matter Bellis, Zack Buchanan, Heather Macaluso nar@theYGSgroup.com

The representations, information, advice, and opinions presented by REALTOR® Magazine authors, sponsors, or advertisers are solely their responsibility. Find the full disclaimer policy at realtorm.ag/disclaimer.

National Association of REALTORS® web: nar.realtor

REALTOR® and Staff Leadership

President Leslie Rouda Smith abr, cips , crb , crs , pmn , ahwd, epro, c 2 ex

President-elect Kenny Parcell abr crs ahwd c 2 ex

First Vice President Tracy Kasper cips crs gri ahwd sfr c 2 ex

Treasurer Nancy Lane ccim ahwd rene c 2 ex

Immediate Past President Charlie Oppler ahwd, c 2 ex

Vice President , Association Affairs Shannon King gri , epro, mrp

Vice President , Advocacy Kaki Lybbert crs , c 2 ex

Member Communications Committee Chair Kristy M. Hairston crs epro sfr c 2 ex

Member Communications Committee Vice Chair Linda Philpott cips crs gri

CEO Bob Goldberg epro | Advocacy Shannon McGahn | Finance & Internal Operations John Pierpoint | Legal Affairs & Member Experience Katherine Johnson

Marketing, Communications, Events & Leadership Resources Victoria Gillespie

Member Development Marc Gould rce sres epro c 2 ex | Research Lawrence Yun

Strategic Business Innovation & Technology Mark Birschbach | Talent Development & Resources Donna Gland

Affiliated Organizations

CCIM Institute (ccim.com) | Counselors of Real Estate (cre.org)

Institute of Real Estate Management (irem.org) | Real Estate Business Institute (crb.com)

REALTORS® Land Institute (rliland.com) | Residential Real Estate Council (crs.com)

Society of Industrial and Office REALTORS® (sior.com) | Women’s Council of REALTORS® (wcr.org)

The six core values of the National Association of REALTORS® are members first, leading change, respect, collaboration, communication, and diversity and inclusion. NAR actively supports the federal Fair Housing Act, which prohibits discrimination in housing because of race or color, national origin, religion, sex, familial status, and handicap or disability. NAR’s Code of Ethics also prohibits discrimination on the basis of sexual orientation and gender identity.

THE TENACIOUS

30

Steadfast. That’s a great way to describe the 2022 class of 30 Under 30. These young professionals have persevered through unprecedented inventory shortages and consumer demand—during a pandemic that shifted lifestyles and mindsets—and taken bold steps along the way to achieve success.

Since 2000, REALTOR® Magazine has been recognizing young members of the National Association of REALTORS® who are doing extraordinary things in their businesses, associations, and communities. As in past years, members of the 30 Under 30 Class of 2022 cover a wide geography and range of business and personal experiences. They’ve started their own companies and nonprofits. They’re working to close housing gaps and build connections in their communities. And several have overcome long odds to achieve their goals.

At 21 years old, Jennifer Romero was forced to leave college due to financial barriers. She turned to real estate and gave it her all. Now at 26, she co-owns her brokerage, RE/MAX Lifestyles in Hackensack, N.J.

“I can tell you that all dreams are possible if you have the conviction to believe in yourself and the perseverance to work for it every single day,” Romero says. “I had more reasons to fail than to win, but failing to me was simply not an option.”

Then there’s Darrin DeSilva, who keeps two framed pictures in his home office: One is a photo of himself when he was homeless. The other is the actual sign he used to hold while asking for money on the side of the road. “I share this because the gift I’ve been given is

so beautiful,” says DeSilva, now with Realty One Group Zoom in Tracy, Calif. “Even someone as hopeless as I was can turn their life around and into whatever they can imagine.”

More than 300 young real estate practitioners applied for 30 Under 30 this year. In early March, a panel of judges narrowed the field to 50 finalists. Then, the public had a say, casting 41,109 votes during the weeklong Web Choice Award voting period. With 2,848 votes, Bri Brenkus of Keller Williams the Marketplace in Henderson, Nev., became the Web Choice winner, solidifying her place in the 30 Under 30 class. The other 29 honorees were selected by judges from the group of 50 finalists. The 2022 class shares more than a persevering spirit: They also take pride in being a REALTOR®. “I am truly passionate about propelling the REALTOR® [brand] forward,” says Allie Buchman with Opt Real Estate in Portland, Ore. “Being the chair of my local Young Professionals Network is another perfect platform to help share the love of real estate. I feel I am on the ground floor of what I can do for my local, state, and even national community.”

That unrelenting, service-first attitude is a hallmark of these 30 young people. “I love what I do,” says Kadee French, with Keller Williams Central Oklahoma, “and cannot wait to spend the rest of my life doing it.”

CONTRIBUTORS: Erica Christoffer, Nathan Hansen, Pamela Dittmer McKuen, Catherine Mesick, Lee Nelson, Gina Rautenberg, Nicole Slaughter Graham, Graham Wood

The class of 2022 conquered obstacles in a changing world to build a foundation for success.

Bri Brenkus

▶ WEB CHOICE AWARD WINNER

Team Member

Keller Williams the Marketplace

Henderson, Nev.

2021 Individual Sales Volume: $44.6 million

2021 Individual Transaction Sides: 107

2021 Team Sales Volume: $143 million

2021 Team Transaction Sides: 370

‘What You Believe, You Can Achieve’

At 12 years old, Bri Brenkus won the blue ribbon at an equestrian show she hadn’t even planned to enter. Her best friend was competing, and Brenkus decided to sign up, too. The only horse available happened to be a horse from the riding school. “My concerned mother and trainer said it was unlikely I’d be able to place because school horses normally don’t compete,” Brenkus, now 25, recalls.

“I see blue,” she told her mom.

“It is one of my most cherished memories. What you believe, you can achieve,” she says. Brenkus attained her real estate license while a senior in college and says much of her success comes from her “old-soul” beliefs in handwritten letters, door-knocking at For Sale By Owner properties, and conversing about real estate everywhere she goes.

Brenkus used her power of belief to manifest another win this March: the 30 Under 30 Web Choice Award. After being selected as one of the 50 finalists, Brenkus pulled out all the stops rallying her sphere to vote for her—even airdropping her voting link to people working out at her gym. She had a dream the weekend before the winner was announced that she received 3,000 votes. Indeed, Brenkus came out on top, with 2,848 of the 41,109 votes cast. Read more about Brenkus’s win.

Allie Buchman

Team Leader

Opt Real Estate Portland, Ore.

2021 Individual Sales Volume: $9.3 million

2021 Individual Sides: 11

2021 Team Sales Volume: $168.8 million

2021 Team Transaction Sides: 301

Friendly Competition

When asked to explain how she became the second-highest-selling agent at Opt Real Estate, a brand-new brokerage that achieved $168 million in volume last year, Allie Buchman speaks in clear terms: “I’m competitive, almost to a fault—and I’m also a lifelong learner. [Opt founder] Drew Coleman and I spent years talking about how to combat the typical ‘race to the bottom’ brokerage model, which focuses on more bodies selling and less agent support.”

As Opt’s director of operations and “optimization guru,” Buchman, 28, manages agents, facilitates training, and develops new workflows with support staff. As the brokerage grows, her top priority is to offer an environment that “allows agents to focus on negotiating and advocating for their clients, rather than busy work.”

Her tenacity also keeps Buchman busy outside the office. A competitive tennis player, she has risen to the second-highest amateur rank on the United States Tennis Association tour and has ambitions to reach the highest level in the coming years. For Buchman, it pays off to be competitive and hungry for more—in tennis and in business, too.

Leah Canfield

Associate Broker

Coldwell Banker Mountain Properties

Breckenridge, Colo.

2021 Individual Sales Volume: $49.2 million

2021 Individual Transaction Sides: 29.78

Celebrating Wins

After getting her real estate license, Leah Canfield, 29, quickly learned the value of partnering with good people. While she had some early success as a solo agent, there was nobody to celebrate with on the good days or commiserate with when things were hard. She started working with a close friend, and when they had built enough financial security, they started bringing in others who could help them consistently offer clients a high level of service. Today, Canfield leads a successful team of four in booming Breckenridge, Colo.—and she continues to celebrate the contributions of people around her.

“I didn’t realize at the very beginning that everyone is out there working so hard all the time, and it’s not always easy,” she says. “Our friends at the title company get calls all day long from people who are angry or stressed. I make sure people know I appreciate them. This industry can grind you down, and sometimes you need someone to say you’re doing a great job.”

Canfield, who specializes in selling luxury homes, has learned her market’s construction processes and techniques. This allows her to provide clients with valuable insights and has helped her develop a sub-niche working with investors. “Helping my clients reach their financial goals is exciting for me,” she says. “I’m imparting to them lessons I have learned investing locally.”

Darrin DeSilva

Individual Salesperson

Realty One Group Zoom Tracy, Calif.

2021 Individual Sales Volume: $10.7 million

2021 Individual Transaction Sides: 23

Carving a New Path

Darrin DeSilva never wants to forget where he came from. DeSilva’s childhood was one marked by instability. When he was 20, his father passed away, leading DeSilva into a spiral of self-destruction.

At 23, homeless and seeking donations on the side of the road, DeSilva had a fortunate encounter: A man stopped and took time to get to know him, helping him take the first step needed to stop the downward spiral. It was a turning point.

DeSilva got off the streets and soon found full-time work. In January 2020, at the age of 27, he started his real estate career. He uses the lessons he’s learned from the past to keep him accountable and help him grow as an agent.

“I keep people in my corner who tell me what I need to hear, not what I want to hear, which is vital to my success,” says DeSilva, now 29.

At the center of his business is customer service and community building. “Without my community, I wouldn’t be here,” he says. “And [a home sale] is the type of transaction that changes people’s lives. These people text me and call me like I’m their friend. I don’t know of any other industry where it’s like that.”

Kendra Greene Ellis

Associate Broker Coldwell Banker Wallace Knoxville, Tenn.

2021 Individual Sales Volume: $10.5 million

2021 Individual Transaction Sides: 35

Shaping Her Community

Kendra Greene Ellis, 29, has owned more than 40 homes in the last 11 years. She purchased her first investment property at age 18, then got into flipping houses and building spec homes with her husband.

“I enjoy finding off-market or not-so-nice properties to renovate as a flip or customized for a particular client,” she says.

As the couple went about their work, they realized they could make a difference in their community, too. They started their own nonprofit, A Step Towards Home, to provide affordable transitional housing. They partner with other nonprofits to provide affordable housing solutions and resources that help residents work toward homeownership.

“Just like we have renovated and built houses specifically to sell to clients within their budget, it would be my dream to help guide these men and women through this process to eventually become homeowners one day.”

Ellis recently started working in commercial real estate. In order to make a bigger impact on housing inventory, particularly affordable housing, she says, she has to work with larger investors and developers who are in the commercial space.

“The average commercial agent in Knoxville is a 58-year-old white man. I’m still asked, ‘Are you excited to get into real estate?’ But I’ve had my real estate license for 10 years now, and I’m up for this challenge.”

Kadee French

Individual Salesperson Keller Williams Central Oklahoma Edmond, Okla.

2021 Individual Sales Volume: $22.8 million

2021 Individual Transaction Sides: 61

Woman’s Best Friend

As a young girl watching her father build and sell homes, Kadee French, 27, knew she wanted to be a real estate professional someday. A college degree in marketing and a couple of unsatisfying sales jobs later, she made the leap. “I love what I do, and hopefully I won’t have to do anything else for the rest of my life,” she says.

Frequently by her side is Kiah, a cavachon poodle that makes appearances in French’s marketing materials, social media posts, and open houses. The pup draws attention that has resulted in several client relationships. French’s impressive customer service skills seal the deal, but Kiah is the conversation starter.

French is pleased to give back to the community in which she was born and raised. She is a member of the Junior League of Oklahoma City and volunteers at events for a senior residential facility. Kiah helps as well. She is a certified service dog that always brings smiles to the residents of the nursing homes they visit.

Quentin Green

Team Leader

Downtown Realty Co.

Chicago

2021 Individual Sales Volume: $10.5 million

2021 Individual Transaction Sides: 17

Catching the Real Estate Bug

At age 94, Quentin Green’s grandfather still works in real estate. He specializes in properties along Lake Michigan in Indiana and owns several investment properties throughout the state. “He’s smart. He taught bitcoin protocol to other family members, and he has a firm grasp of it,” says Green, 27, who has inherited his grandfather’s passion.

“Real estate can be contagious,” Green says. That’s why he’s out in the field as much as possible, discussing the market with people he meets. Last year, he helped three renters buy investment properties.

Green began his real estate career with rentals, spending hours each day on Craigslist. “I just helped some past clients buy a threeunit, $1.6 million property. They were my first rental clients ever from Craigslist.”

Today, Green is director of development for the leasing side of Downtown Realty Co. He creates marketing proposals for multifamily buildings and leads a team of agents who handle the leasing of the properties in their portfolio. “This position has helped sharpen my communication skills and confidence greatly since I am interacting with developers and owners of large multifamily properties.”

Evan Johnson

Team Member

Cutler Real Estate

Cincinnati

2021 Individual Sales Volume: $11 million

2021 Transaction Sides: 44

2021 Team Sales Volume: $19.3 million

2021 Team Transactions Sides: 80.60

The Power of Home

As a teenager, Evan Johnson, 29, came to understand the power of a home and its importance to those who have built a life there. When his grandmother passed away, his family decided to sell her home. It had been in the family for more than a century, he says. “I was crushed initially because I didn’t want to let it go. In time, I understood why it needed to be done.”

Now, Johnson is highly attuned to clients’ emotions as he helps them buy and sell property. The feeling he gets when seeing clients happy and glowing after a successful transaction is worth more than any financial incentive, he says.

In fact, commissions, while important, always take a back seat to integrity, he says. Being honest and upfront with clients is a pillar of Johnson’s business. It’s a lesson he learned from his father, who has been in the profession for 45 years. The pair work together as the Johnson Real Estate Group, along with his sister Olivia.

“Dad has taught me to go above and beyond in all that I do.”

Emily Kaczmarek, psa, rene

Individual Salesperson

Compass Arlington Heights, Ill.

2021 Individual Sales Volume: $9.7 million

2021 Individual Transaction Sides: 29

Putting Buyer Education First

When Emily Kaczmarek, 29, started out in real estate in 2018, she quickly learned that cold calling for leads was not the best use of her time because it didn’t fit her personality. Kaczmarek has never seen herself as a “salesperson.” She’s naturally reserved, but she cares deeply about making an impact on her clients’ lives. “I want them to enjoy the process.”

Kaczmarek saw a gap while working with her first few first-time buyer clients. “Everyone had their own preconceived notions about home buying,” she said. So, she developed a first-time buyer workshop, which she pivoted to online webinars when the pandemic hit. Kaczmarek invited Bill Pendley of Caliber Home Loans to co-host the “Caffeinated & Home Buyer Educated” workshops. The pair co-wrote the course material and marketed their virtual sessions through ads on Eventbrite and Facebook. They’ve held one workshop a month for nearly two years now, getting between five and 30 attendees each time. “I find true joy in educating first-time buyers. Nothing makes me happier than handing my clients their closing gift basket and giving them a hug (or in COVID times, an elbow bump) outside of their soon-to-be new home at their final walkthrough.”

Team Leader

Compass

Washington, D.C.

2021 Team Sales Volume: $30 million

2021 Team Sides: 44

A Culture of Good Will

Kam Kang, 29, says he’s not reinventing real estate, nor is he focusing on the next greatest tech tools. Instead, he’s homing in on his clients’ needs. From the start of their home search to settling in after a purchase, he gives them the information they need to be subject matter experts. “My end goal is always to support our clients.”

Kang’s motivation comes, in part, from the foreclosure of his family’s home in 2009. That experience is why he’s working with his family to develop a nonprofit focused on financial education for elementary school–aged students.

As leader of the Kree Team, Kang has made it part of the group’s culture to give back and get involved in the Washington, D.C., community. He previously tutored fifth through eighth graders in math through an organization called Higher Achievement, and he regularly volunteers at local food banks. Kang has also served in the Army National Guard and Army Reserve for 10 years.

“I am proud of being a REALTOR® and the work I’ve done to change people’s opinions of the profession and develop better ways of serving clients. I feel like I am just scratching the surface of my potential.”

Danny Lau

Individual Salesperson

Lyon Real Estate Davis, Calif.

2021 Individual Sales Volume: $8.6 million

2021 Individual Sides: 15

Focusing on Financial Know-how

With nearly 100 videos and more than 1,000 subscribers, Danny Lau, 29, has found success building his brand and reaching clients through his YouTube channel. His videos are educational, examining topics such as appraisal contingencies, investor Q&As, foundation issues, bitcoin, new construction, the economy, and more. His business slogan is “Empowering individuals and families with financial success through real estate.” Lau adds, “The financial well-being of my clients guides my mission as an agent.”

Born and raised in Hong Kong, Lau speaks fluent Cantonese and Mandarin, which allows him to help both Chinese American clients and international Chinese clients who are looking to expand their real estate portfolios in California. His dedication to helping customers gain financial knowhow also led him to pursue his MBA. The program is teaching Lau new financial models and project-management skills.

As a people person, Lau brings light and clarity to the buying and selling process. His humorous side shines through in the Sold sign selfies he takes with his clients, featuring big grins and clever poses.

In his spare time, Lau fosters kittens and has helped dozens find their forever homes.

Alex Lawrence

Individual Salesperson

Costello Real Estate and Investments

Raleigh, N.C.

2021 Individual Sales Volume: $12.6 million

2021 Individual Transaction Sides: 33

Serious About Spreading Joy

Alex Lawrence, 29, recalls being painfully shy in elementary school. That changed when he began getting some laughs from his classmates.“I’ve been working the room ever since,” he says. In fact, you may see him performing stand-up comedy in the RaleighDurham area from time to time.

Lawrence branded his business Big Al’s Realty because “I have a big personality. I’ve never met a stranger. I try to make people feel special in every interaction we have. I try to bring joy and laughter into every conversation, and I always try to help make someone else’s day better.” As a result, 100% of his business is relationship-driven, built on referrals from friends, family, and folks in his community. To grow his sphere, Lawrence created a networking group called Oak City Young Professionals, which now has about 900 members. “I like to be the connector in the Triangle,” he says.

He stays in touch with his database and regularly holds events at sports venue Topgolf, observes Pi Day, and supports local charities. Lawrence donates $150 per transaction to WakeMed’s Behavioral Health Network, which works to provide access to mental and behavioral health services.

Kameron Kang, ahwd

Susie Lee

2021 Individual Sales Volume: $40 million

2021 Individual Transaction Sides: 38

Welcoming a Restart

In 2018, Susie Lee attained her doctor of pharmacy degree, but after a heart-to-heart with her father, she made the decision to follow her passion for real estate. Her parents immigrated to the U.S. from Korea in the late 1980s. “They worked hard and saved enough money to buy their first home. As the property appreciated in value, they leveraged their home equity and purchased investment properties,” Lee, now 29, says. “I realized the power of real estate investment. It provided middle class workers like my parents the opportunity to build generational wealth.”

She built her business for two years. Then the pandemic hit. Lee didn’t see it as a bad omen, though—she saw it as an opportunity. “The pandemic kind of leveled the playing field for all of us,” she says. “At that point, we all had to figure out new ways to do business.”

Lee went to work using social media, and YouTube in particular, to give market reports and a synopsis of the most interesting and useful real estate news. Then she used Facebook Live to walk her friends and followers through homes. “I found that the fastest way to get my name out there was to show my face. Leads started coming in from people who wanted to see properties virtually.” It didn’t take long for her brand recognition to kick in, and with it, her client base.

Associate Broker

McAllister Real Estate Hallowell, Maine

2021 Individual Sales Volume: $5.4 million 2021 Individual Sides: 23

Marketing Maven

Katie McAllister seems to have an endless well of creativity when it comes to promoting her real estate business. She has the usual arsenal of McAllister Real Estate–branded pens, notebooks, and T-shirts, but McAllister, 27, also sponsored a float in a local parade, advertised historic listings on the popular CIRCA Old Houses website, and even created a branded dispenser for dog waste bags in a local park. “I always have new ideas,” says McAllister, who also maintains an Instagram account for her beloved Siberian huskies, Juneau and Bella. “I think marketing is fun.”

McAllister brings equal energy to her association involvement—she just finished a term as her local association’s treasurer, is currently serving as the association’s 2022 secretary, and founded the only Young Professionals Network in Maine. She also steps up in her community—she is a member of her local planning board and the assistant women’s basketball coach at a local university. That might sound like a lot, but McAllister disagrees: “When you love what you do, you make time.”

Shaquille McCray

Team Member Keller Williams Flagship—The Newman Group Millersville, Md.

2021 Individual Sales Volume: $13.2 million

2021 Individual Sides: 49

2021 Team Sales Volume: $59.2 million

2021 Team Sides: 182

Creating Community

Shaquille McCray, 29, is a magnet, drawing people together for events such as client appreciation parties and cooking classes. He’s building relationships, but not just for himself. “I don’t do anything just because I want to attract leads to my business,” says McCray, who also teaches mindset classes to young adults. “I deeply care about the youth and my mission is to impact the people and the communities that we operate in.”

McCray’s work ethic was evident early in life. He had a job at 14, purchased his first home at 19, and was the first in his family to graduate from college. While pursuing his bachelor of science from Towson University, McCray built connections by co-founding the Real Estate Club Network, which grew to include more than 100 weekly attendees. He later founded clubs at the University of Maryland, Loyola University Maryland, Johns Hopkins University, and McDaniel College.

McCray’s relationship-building skills are an asset in his role as director of sales for the Newman Group, where he’s responsible for daily group accountability calls, weekly one-on-one accountability meetings, and quarterly and yearly reviews. “I help agents establish their personal wins for the day.” Still, McCray found time last year to help 49 clients buy and sell homes, landing him a spot in Keller Williams’ Top 500 agents.

Katie McAllister

Team Leader Compass San Francisco

Bethany Nolan, abr, srs, c2ex

Associate Broker

Nolan Properties LLC

Longview, Texas

2021 Individual Sales Volume: $14.2 million

2021 Individual Sides: 54

The Extra Mile

If knowledge is power, Bethany Nolan, 29, is one powerful agent. After receiving her bachelor’s and master’s degrees in agricultural journalism, Nolan started a career in corporate public relations, but soon realized it wasn’t the right fit. “I didn’t want to be behind a computer all day. I needed to be me.”

Nolan decided to follow in her father’s footsteps. She made the shift to real estate and began racking up designations. “I went through a phase where I got a new designation every quarter,” she says. Then, in 2021, she became a licensed broker in the state of Texas. “Education has always been important to me, and by having my broker’s license—the highest form of education I can receive as an agent—it shows that I am willing to go the extra mile,” Nolan says. Becoming a broker has also given her grounding in the legal aspects of the real estate business. “It makes me feel like I’m a true partner in my family’s business.”

Nolan’s generous about sharing what she’s learned, which has helped her rack up social media followers. Her educational videos, tips, and posts have helped her garner almost 20,000 followers on Instagram and reach more than half a million people per week.

Rachel Opperman

Broker-owner Knockout Real Estate Frankenmuth, Mich.

2021 Individual Sales Volume: $21 million*

2021 Individual Transaction Sides: 100*

‘Never Quit’ Mentality

When Rachel Opperman, 27, worked as a waitress at a German restaurant in her hometown during her college years, she never dreamed of being a real estate professional. But one of her regular customers saw Opperman’s potential.

“He brought up my ability to sell and converse with people,” she recalls.

He eventually became her broker. And five years after that, Opperman bought his real estate firm with a partner, got her broker’s license, and purchased and transformed an old farmhouse into office space for the brokerage.

“I have a ‘never quit’ mentality. It applies to my real estate career but also ties to all aspects of my life,” Opperman says.

After COVID-19 hit, she went door-to-door in her 300-house subdivision, hand-delivering flyers to invite neighbors to her neighborhood Facebook group. “I felt that we needed to create a small-scale community of neighbors helping neighbors, especially in those uncertain times,” she says.

While Opperman has since moved, the group remains active, and she invites every new resident who comes into the area to join it.

*Opperman’s 2021 sales were from JMW Real Estate.

Allie Parker

Individual Salesperson Keller Williams Cary Cary, N.C.

2021 Individual Sales Volume: $20.6 million

2021 Individual Transaction Sides: 48

People First

With her degree in fashion and textile management, Allie Parker thought she had found her dream job with a cosmetics company in 2015. But it wasn’t what she expected. Her desk was in a depressing cubicle with no windows. After two-and-a-half years of feeling isolated, she resigned, traveled to Thailand to reset, and came back resolved to join her father and brother in the real estate world.

Parker, 29, has found a niche in helping younger luxury home buyers. She is one of the youngest members of Keller Williams’ Luxury International and most recently became a founding member of the Keller Williams Sports & Entertainment division.

“Since COVID, a lot of people have been moving from the Northeast and West Coast to North Carolina, and they can afford a lot more here. These younger home buyers are humble and hungry,” Parker says. With a business motto of “work hard and treat people right,” Parker has become close friends with many of her clients. One recently invited Parker and her husband to a destination wedding.

“I knew I was in the right industry,” she quips, “when I got invited to a wedding in Hawaii.”

Samantha Plomer, c2ex

Partner/Two-Person Team

Compass RE Texas Houston

2021 Individual Sales Volume: $6.1 million

2021 Individual Sides: 17

2021 Team Sales Volume: $36.8 million

2021 Team Sides: 97

Next-Generation Leader

Samantha Plomer, 29, says it has always been her nature to seek challenge and opportunity. That’s clear from her list of leadership accomplishments, which includes Houston Association of REALTORS® YPN chair, Region 14 Texas REALTORS® Political Action Committee trustee, and 2019 president of her Women’s Council of REALTORS® chapter. “I’ve always wanted to have a seat at the table. You’ll never, ever find me chilling in a corner,” she says.

Plomer uses her leadership positions to recruit newer agents into association involvement. “I love to help younger agents identify roles they may be good at. From public policy, to MLS, to RPAC, there are so many ways to be involved.”

This can be difficult, says Plomer, as these agents tend to be busy “paddling and paddling, trying to get their businesses afloat.” To pique their interest, she focuses on the value that REALTORS® provide, such as fighting for affordable flood insurance premiums, advocating for housing affordability, and HOA transparency. She reminds her fellow agents that “as agents retire, it’s up to our generation to keep the industry going.”

EJ Pulpan

Team Leader Pertria Inc. Los Gatos, Calif.

2021 Individual Sales Volume: $33.3 million

2021 Individual Transaction Sides: 14

2021 Team Sales Volume: $56.2 million

2021 Individual Transaction Sides: 27

Discovering Purpose

EJ Pulpan, 28, started his real estate career as a property manager, answering calls around the clock. “It was entry-level, but it gave me the opportunity to get to know a lot of people and learn the intricacies of owning real estate,” he says. Pretty soon, Pulpan started pinpointing specific issues affecting properties, from financing to performance. “I was able to start creating my own underwriting models on how the properties were performing,” he said. “I took that information and presented it to stakeholders.”

His work improved company performance and helped clients save—and make—money. Whether working with a large investor holding multiple properties or a mom-and-pop with only one, Pulpan knows how to tailor his formula to meet the client’s needs. Pulpan, a philosophy major who wrestled with the existential question of the purpose of life, discovered that watching others succeed in real estate brings him joy and meaning.

Marcus Rodriguez

Individual Salesperson

Keller Williams Property Team Merced, Calif.

2021 Individual Sales Volume: $10.1 million

2021 Individual Sides: 28

Finding True Reward

When Marcus Rodriguez, 28, educates a potential client on the possibility of homeownership, he’s coming from a place of sincerity and understanding. Many of his clients are single mothers and fathers who viewed owning a home as an unattainable dream. The son of a single mother who moved more than fifteen times when he was a child, Rodriguez knows the concerns of his clients better than most.

“I can relate to a lot of my buyers because they have similar backgrounds,” he says. He also knows what the gift of homeownership can provide a family: stability and safety.

Rodriguez works hard to make such a reality come true for his clients by knowing the ins and outs of buyer assistance programs and by developing relationships with lenders, title companies, and inspectors. “Being able to see a smile on clients’ faces at the end of the day, knowing I’ve helped them buy a home when they didn’t think that was possible—that’s a huge reward,” he says.

Associate Broker

RE/MAX Lifestyles

Hackensack, N.J.

2021 Individual Sales Volume: $20.8 million

2021 Individual Transaction Sides: 42

A Culture of Sharing

Early in her working life, Jennifer Romero, 26, worked at a movie theater, in health care, and as a Starbucks barista. These customer service roles informed how she treats her buyer and seller clients today—and how she trains agents at her brokerage.

“A lot of people get licensed thinking it’s a sales job. But you’re not just selling real estate; you’re also making connections and building trust,” Romero says. “Most clients are in some kind of transition, whether it be marriage, divorce, just moving into the country, or something else. They don’t just need a salesperson. They need compassion.”

This philosophy extends into the brokerage Romero co-founded with business partner Martin Bianchi. “We have a family-oriented culture. We all know each other and help each other, which isn’t typical. A lot of agents won’t share tips with newer agents because it’s competitive and they wonder why they would help anyone else succeed. But I always say, ‘No one has to starve. There’s enough food for everyone.’ ”

Roman Shulyak

Individual Salesperson

SASH Realty

Bellevue, Wash.

2021 Individual Sales Volume: $40 million

2021 Individual Transaction Sides: 59.5

Building on Determination

When reached by phone, Roman Shulyak, 29, shares that he’s had six deals hit pending in the last 48 hours. He admits it hasn’t always been like this: “My first closed transaction took months. It was a $14,000 mobile home, and the commission check was $422.” Still, he was determined to take that deal and “parlay it into opportunities to market myself and meet more people.” At one point, he coldcalled every member of his church to make introductions.

Not all agents have fond memories of their early days, but Shulyak has a fresh perspective and advice for those just starting out. “The biggest advantage you have right now is time. Tell your potential clients, ‘I have all the time for you. I’ll take you to see 20 houses a day or write as many offers as you want.’ Use it to your advantage.”

Shulyak, whose family immigrated to the United States from Ukraine when he was 8 years old, attributes his work ethic to his father, who diligently put in long hours as a mechanic for semitrucks to support their family. “It was the best education I could have asked for,” Shulyak says.

Spencer Sodokoff

Individual Salesperson

Houlihan Lawrence

Greenwich, Conn.

2021 Individual Sales Volume: $38.3 million

2021 Individual Transaction Sides: 25

A Family Affair

Growing up, Spencer Sodokoff watched his mother build a successful business as a real estate agent. Though he initially planned to go into finance, Sodokoff, 29, obtained his real estate license while he was still in college, just in case. A few years later, when his mother’s business became too much for one person to handle, Sodokoff left his position at Morgan Stanley and never looked back.

“Real estate is one of those things where you have to do it right,” says Sodokoff. “You have to put in your time and effort. You can’t do it halfway.” That means reaching out to a wide variety of clients and giving small deals the same level of high-quality service as the big ones.

Whether he’s preparing to list a home, working on a current deal, or helping a new buyer, Sodokoff is in the office seven days a week. In addition to sales, he handles about 30 to 40 rentals a year.

He particularly values the work he does with families who are buying their first home. “You watch these families save up every penny to make sure their kids live the best way possible,” Sodokoff says. “That’s what makes this business so rewarding.”

Jennifer Romero

Marcelo Steinmander

Individual Salesperson

Berkshire Hathaway HomeServices EWM Realty Miami Beach, Fla.

2021 Individual Sales Volume: $17.7 million

2021 Individual Transaction Sides: 54

Reaching New Heights

Marcelo Steinmander still remembers his first view of the Miami skyline from the plane that brought him and his mother and sister to the United States when he was 11 years old. “It was just … striking,” the 28-year-old remembers. “That was the Miami I wanted to get to know.”

A fan of elevation—he spent time around the Andes Mountains as a child— Steinmander was a natural for a career in selling high-rises in Miami. From the well-known luxury names to the boutique buildings and innovative workforce housing projects, Steinmander knows each building intimately and can help determine which units are best suited for the individual needs of his clients.

Apart from a love of physical elevation, Steinmander is also elevating the real estate industry through his approach to work. “I’ve been doing this for 10 years, and I know that how I work dictates my relationships. I show my clients and my network that I’m here to do my job respectfully and make their job easier.”

Moriah Taliaferro

Individual Salesperson

Premier Sotheby’s International Realty Sarasota, Fla.

2021 Individual Sales Volume: $46.6 million

2021 Individual Transaction Sides: 29.5

Adapting to Meet Needs

Moriah Taliaferro, 29, knew that in order to stand out in the Sarasota, Fla., market, she needed real expertise. “Many of the clients I work with are high-net-worth individuals who expect a certain level of knowledge, expertise, and service,” she says. “Early in my career, I made flash cards with all the pertinent rules and information for each condo building in the downtown Sarasota area. I studied those cards every day until I could recite from memory all the information.”

In 2021, amid a rapidly evolving world and market, Taliaferro adapted. More people wanted to move to the area from out of state, so she found a way to provide them with the information they needed. “I began a YouTube vlog in order to share my knowledge with clients who were looking to relocate to the area and needed more information and visuals to help them along in the discovery process,” she says.

More than just providing information, Taliaferro has an overarching goal: “I’m on a mission to make everyone feel at home in Sarasota.”

Emily Tidwell

Team Leader Keller Williams Mobile Mobile, Ala.

2021 Individual Sales Volume: $9 million

2021 Individual Transaction Sides: 50

2021 Team Sales Volume: $21 million

2021 Team Transaction Sides: 114

Teaming Up

“I started my team because I hated teams,” Emily Tidwell, 28, says with a laugh. While this might sound like an oxymoron, Tidwell wanted a structure where she could be a leader—but not the boss. “Today, my team is like a family. There’s loyalty and a real bond.”

That camaraderie stems from Tidwell’s desire to “create top producers and minimize drama.” She works toward this goal by training her team to work with both buyers and sellers and giving the agents the opportunity to cap and earn 100% of their commission.

Building the right team is everything, says Tidwell, who believes that “people are unique” and replacing someone isn’t easy. “I don’t believe that you can just ‘find another one’ if you fail to recruit the right agent,” she says. “I remember meeting someone I wanted to have on my team early on. I had no idea what I could offer her, but I knew talent doesn’t wait. I took the leap of faith to form my team, and she’s been with me ever since.”

Belle Tunstall

Individual Salesperson

The Redux Group of eXp Vienna, Va.

2021 Individual Sales Volume: $37.1 million

2021 Individual Transaction Sides: 63

A Self-Motivator

Entry-level jobs, grad school, marriage—that’s what Belle Tunstall’s friends were doing with their lives when she decided to become an entrepreneur and enter the world of real estate back in 2016. “It felt new and fresh,” Tunstall says. The Northern Virginia native was 22 when she entered the industry determined to succeed. “I knew no one was going to hand it to me, but what my team did give me were the tools.”

In order to take control of her future and create the life she knew she wanted, “I had to ask myself if I was willing to work hard and whether or not I was going to make good use of the tools given to me,” says Tunstall, now 29. She credits her success to two things: a capacity for self-motivation and a background in competitive sports. ”From playing collegiate sports, I have developed this ‘win the day every day’ mentality. When I wake up, I have daily goals and things I need to accomplish. I get after it.”

Being selected for 30 Under 30 was special, she told the Real Estate Rockstars podcast in May. But a lifetime of competitive sports was a great reminder that she wouldn’t be here without her team. “If you experience success in any area of your life, chances are you didn’t get there alone,” she says.

Team Member

PJ Morgan Real Estate

Omaha, Neb.

2021 Individual Sales Volume: $12.2 Million

2021 Individual Transaction Sides: 56

Leveling Up

When Kail Walker, 29, started his career at PJ Morgan Real Estate in 2019, he struggled to find networking events that engaged him. “They felt stuffy, and it was all about, ‘Here’s my business card,’ ” he says. “It felt like a chore.”

Looking to provide a better experience for local real estate professionals, Walker and three business partners launched riseOMA, a biannual networking event that includes education panels, local vendors, and a food drive for charity. The invitation-only event isn’t just for the real estate community. Walker also brings in creative workers like photographers, videographers, and graphic designers to collaborate with real estate pros on projects. The first riseOMA event in July 2019 had 17 attendees. The latest event in February drew 175. (No events were held in 2020 due to the COVID-19 pandemic.) “Omaha needs this,” Walker says. “There’s a lot of talent and amazing businesses here. Getting them into a room together can help this city grow.”

The event has helped Walker’s real estate business grow, too. He estimates that he’s added 100 people to his sphere through riseOMA, relationships that have led to as many as 15 home sales. He’s also gaining name recognition in the real estate community. Walker says of riseOMA: “It’s an experience that you’ll remember.”

Megan Walters

Individual Salesperson

House of Brokers Realty

Columbia, Mo.

2021 Individual Sales: $17.6 million

2021 Individual Transaction Sides: 66

Being of Service

Throughout her high school and college years, Megan Walters, 28, held jobs in the hospitality sector, serving food and tending bar. She says it was the best experience she could have asked for to prepare her for a career in real estate. “It teaches you to put your humility aside to serve another, even if it’s not convenient for you at the time,” she says. When a regular customer encouraged her to get a real estate license, Walters figured it was a way to help people on a meaningful level and pay off her student loans. At the same time, she and her husband started a coffee-bean roasting business, Camacho Coffee. The two enterprises often overlap. Walters brings carafes of coffee to open houses and gives air-roasted beans as thank-you gifts. Colleagues and clients sometimes become coffee subscribers, and the couple gives a portion of their revenue to local nonprofits. Walters is also an active volunteer with her church and organizations that serve children, families, and animals. It’s all a part of her journey to be of service to others.

Kail Walker